Unlock the Door to Growth: The Importance of Marketing for MSPs
Your MSP has a stellar service offering, offers exceptional support levels and delivers outstanding customer experiences – but does anyone actually know? Marketing for MSPs is important for precisely that reason: it helps to educate and inform prospects about the value of your services and generates viable leads for your company to follow up on.
Why is Marketing for MSPs Important?
If you’re looking to win new business, increase your recurring revenue and grow your business, you need to start by investing in your MSP marketing.
In the B2B market, customer referrals currently create 65% of all new business. Although 78% of B2B referrals generate usable leads, ambitious MSPs cannot rely on word of mouth alone. Referrals are a passive form of promotion; if you want to achieve your growth goals you need to actively market your business to new audiences.
To grow, you need to attract more customers. Maintaining high-quality services without promoting them is like putting a billboard in a desert: utterly obsolete. If you want to win new business, you need to enhance your MSP’s visibility. Effective marketing for MSPs will help you take actions that highlight the right services to the right audiences at the right time and generate relevant leads that your sales team can follow up on. SEO, social media and event marketing are some of the most effective marketing channels for MSPs to build visibility through.
Build a Reputation
Marketing for MSPs can help to strengthen your profile in the space, establish you as a source of authority and ensure that you are seen and heard by more potential customers. This can be achieved in many different ways.
Attending, speaking at and even hosting events is an excellent way to build a network and boost your MSP’s presence. In fact, 97% of B2B marketers believe that in-person events have a major impact on achieving business outcomes.
Consistently creating and distributing relevant, informative content will help you to establish yourself as a source of authority, build brand awareness and cultivate brand advocates who will promote your business. 47% of B2B buyers consume three to five pieces of content before ever engaging with a sales representative, so creating this trust is an essential element of your MSP marketing strategy.
Finally, creating case studies will showcase the client challenges you have solved and the results you can deliver. This will help to convince prospects that you are the right partner for them and offers an excellent conversion point at the bottom of the funnel.
Stand Out from the Crowd
Successfully deploying managed services is estimated to reduce IT costs for businesses by 25-45% and increase operational efficiency by 45-65%. As a result, the demand for MSPs has grown significantly, making the market far more competitive. According to Datto, over the past three years 24% of MSPs reported that their total revenue per year grew by up to 10%, while a further 19% reported growth of up to 20%. If you aren’t taking active steps to promote this kind of growth within your own business, you risk being left behind.
If you have impressive growth ambitions, referrals and recommendations alone will not allow you to hit your targets. The right marketing for MSPs, by contrast, will help to showcase you as an impressive professional outlet. Steps such as optimising your website, investing in your content and increasing your social media engagement will help to boost your brand’s presence, establish your USPs and give you a competitive edge.
Be In It to Win It
As a company’s IT systems underpin its operations, customer tenure for MSPs tends to be very high. Typically, customers don’t want to risk the disruption that can come with switching IT providers. Therefore, it takes a compelling event for someone to consider working with a new MSP. For instance, if a customer experiences significant periods of downtime, consistently poor support services or a damaging security incident, they might begin to look for a new provider. These opportunities are few and far between, so if you’re not trying hard to build your reputation and marketing your services effectively via digital channels, you risk losing out on business to your competitors who are promoting themselves more effectively.
Build Business Value
In 2022, there were more than 700 MSP mergers and acquisitions; a statistic which highlights the profitable potential of marketing your MSP. With the right marketing for MSPs, you will be able to highlight the value of your business and make it more attractive to investors. As with customers, investors won’t be able to find your MSP unless you are deliberately spreading the word about your business. Marketing for MSPs, if executed correctly, should solidify your digital presence and make your business more attractive, valuable and authoritative. As a result, your MSP will be more appealing to investors, offering you a new opportunity for expansion.
Ready, Set, Grow!
Are you ready to scale your business? Do you want to generate more leads? Is growth your goal? Marketing for MSPs is a crucial component of your success. At Marketopia, our team is made up of expert marketing and sales specialists from the IT channel. To help you calculate the number of leads you need to achieve your growth goals, download The Lead Calculator Guide where you will learn new strategies and marketing techniques that will help you to start attracting new prospects and scaling your MSP.